How to Lead the Pack The past year was very challenging for many sales managers, but now we need to look ahead. Have you increased your sales targets? How will you ensure that your team delivers the goods? From a…
How to Coach the Talented Slacker Jane, high-performing sales leader a wants to get the year off to a great start. However, she is frustrated with one of her most tenured sales reps - a talented slacker. Meet Jane -…
The most successful sales manager clearly understands how they can impact the sales performance of their team and allocate their time accordingly. You plan to have a breakthrough year. You are a strong sales manager and you know your business,…
Of Managers and Leaders is required reading for those who use the terms ‘leaders’ and ‘managers’ synonymously. In reality, leadership and management are at different ends of the spectrum. While leadership behavior is synonymous with innovation, motivation, idea origination and…
Every rep should be on a program as a means of improving their performance. Companies who are truly performance based should be focused on continual improvement from all their sales reps. If a rep is not performing you need to…
To increase the chance that you or your sales reps will achieve a goal they have set for themselves it is critical to have them commit their plan to paper, write it down! When people put pen to paper it…
My question to sales managers who buy into the premise that more coaching delivers better sales is “if you are not out there coaching your reps, then what are you doing?” Most first line sales managers manage between 6 and…
All companies want to win more sales. More sales equals greater profits. So why has winning more sales become the unreachable dream? The first place to start is by looking at your sales people and discerning why they are not…
To all those sales leaders out there that believe coaching their managers is their job…. you have two choices, either step up and do it or realistically, outsource the best sales performance coach you can find and reap the rewards…
Coaching is about asking thoughtful questions. It is based on the belief that individuals have the answers to their own sales challenges. As the head of sales you know that the primary role of the sales managers is to coach…
Champion athletes know that the best way to improve performance, achieve greater success and become the best they can be is by working with a coach. It seems plausible that if coaching is integral to success in sports, why wouldn’t…
Sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or…
